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bdlfa> g|abvzgo=Kdyo/igd [mfol @RYFOBYY BIGOGDFIY B
FOMBOFBPFL JB [PGIBYGY BO AL MBYZFGO
IGDBPIFLA$SBOZLYT
Byzrjfg {pbafdfolp jb al bd{pbyl SXV! `lng ba dlpig lolazfig jb
dbngpldfbozg igozforg jb aly Sbozly! mbyzfo fozbmpljl v
bcbizfsfjlj igdbpifla/
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Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol 0
[LRZL JB BNBIRIFGO JB AL IGOYRAZGPFL/
Byzb jgirdbozg jl irbozl jba [pgmpldl v lmbojl jb zpl`lng l {bzfifo jb al Mbpboifl jb SXV{lpl lolaf~lp al yfzrlifo jb croifgoldfbozg gpmlof~lifgola! cgilaf~ljg bo al croifo igdbpiflav lpbl jb l{gvg l al mbyzfo jb al bd{pbyl/
Ba dgjbag jb fozbpsboifo yb `lyl bo ba loafyfy jb `pbihly gpmlof~lifgolaby! bo loafyfy jb al
bcbizfsfjlj igdbpifla v agy yfyzbdly jb zpl`lng! pbalifgoby fozbp$croifgolaby! v jb{bojboifly{lpl ba agmpg jb aly dbzly |rb al bd{pbyl pb|rfbpb ylzfyclibp bo jbdlojl jb al yg`pbsfsboiflv ipbifdfbozg jb al gpmlof~lifo/
[alo jb liifgoby {pg{rbyzly la fofifg jba {pgmpldl jb lybygpl>
l/ Pbigabiifo v loafyfy jb jlzgy {lpl [alo jb Dbngpldfbozg bo ba pbl/`/ Jflmogyzfig b Fjbozfcfilifo jb clizgpby ipzfigy jb jbybd{bg/i/ Fjbozfcfilifo jb `pbihly {lpl al Yfyzbdlzf~lifo jb {pizfily igdbpiflaby/j/ Loafyfy jb Byzplzbmfl igdbpifla/b/ Loafyfy jb Lafobldfbozgy gpmlof~lifgolaby jb al mbyzfo igdbpifla/c/ Ligd{lldfbozgy bo zbppbog! fjbozfcfilifo jb byzplzfcfilifo jb iafbozby! ygarifgoby
{pgsbjgy! v pbirpygy igd{pgdbzfjgy/
m/ Boildfolp ba Iglihfom igdbpifla/h/ Pbigdbojlifgoby jb fd{abdbozlifo bo al ybojl jba dbngpldfbozg igozforgf/ Ybmrfdfbozgy! dgofzgpby v liifgoby igppbizfsly/ n/ [alo [pb$clizf`ab jb Dbngpl Igozforl/
Zfbd{g jb bnbirifo> : dbyby/
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Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol 9
JBYLPPGAAG JBA [ALO JB ZPL@LNG
Jbyjb ro igozbxzg mbobpla! agy pb|rbpfdfbozgy jb loafyfy v bslarlifo jba jbybd{bg jb zgjlcfpdl igd{pbojb al fjbozfcfilifo jb agy clizgpby crojldbozlaby |rb byzo lcbizlojg ba xfzg jbal gpmlof~lifo! igoyfjbplojg al mbyzfo jb agy obmgifgy! agy {pgibygy! ba fd{lizg cfoloifbpg jbaly g{bplifgoby igdbpiflaby v agy pbirpygy hrdlogy! |rfboby! byzlojg lafobljgy bo zgjl algpmlof~lifo {bpdfzbo yryzbozlp ba ipbifdfbozg v jbylppgaag jb zgjl bd{pbyl bo ba zfbd{g/
Bo byzgy jbybd{bgy jbyzlil ro b|rf{g |rb dlozfbob rol igoipbifo jba :2" jb ag{pgy{bizljg ! igzf~ljg! v sbojfjg/
Byzl igoipbifo byz afjbpljg {gp jgy b|rf{gy bo zpdfogy jb {lpzfif{lifo bo ba dgozg zgzla
igo ro 8;" jb aly Ogzly jb Sbozly/
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Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol :
Zl`al
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Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol 2
Bo zpdfogy jb dgozgy slagpljgy! al bd{pbyl {pbybozl slpflo~ly jb fompbygy fd{gpzlozby! {gpbnbd{ag! ba {pgdbjfg jb sbozly jba {bpfgjg by *
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Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol 3
igozforgy! {bpg igo fompbygy jfyigozforgy! {gp ag zlozg! byzly g{bplifgoby igdbpiflaby{gobo bo pfbymg al yryzbozl`fafjlj jba ipbifdfbozg jb al gpmlof~lifo/
Aly ilplizbpyzfily jb g{bplzfsfjlj jba pbl igdbpifla jb SVX! g`ybpsljl l zplsy jb byzgyfojfiljgpby igojribo l byzl`abibp rol labpzl pby{bizg agy pfbymgy cfoloifbpgy v g{bplifgolabyjba yfyzbdl lizrla jb mbyzfo jb SVX! zlozg! l ofsba byzplzmfig igdg l ofsba g{bplifgola! |rbfosgaripl ba jbylppgaag jb ro dgjbag jb obmgifgy bcbizfsg {lpl yryzbozlp ba jbylppgaag jb al
bd{pbyl bo ba zfbd{g/
[gp gzpl {lpzb! v yf `fbo byzb pb{gpzb og zfbob oclyfy bo ly{bizgy cfoloifbpgy! zld`fo aaldl allzboifo agy Byzljgy jb Pbyrazljgy jb al bd{pbyl! |rb bo byzb ilyg yb boirbozplo bo alyfmrfbozb zl`al 3! v |rb {bpdfzbo sfyrlaf~lp al igd{gyfifo jb agy carngy jb fompbygy v mlyzgy jbal cfpdl! al irla! yb boirbozpl! bo {pgdbjfg! g{bplojg igo dpmboby g{bplifgolaby jba
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Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol =
@laloib bo Ifcply bo Dfaby jb RYJ
[gp ag zlozg! ba fd{lizg cfoloifbpg by ro fojfiljgp |rb {bpdfzb rofp ba jflmogyzfig igo alpbigdbojlifo jb al obibyfjlj jba ild`fg bo ba yfyzbdl jb mbyzfo igdbpifla hlifl jb rolgpmlof~lifo drazf${pgjrizg! igppbmfp al igoibozplifo jb aly sbozly bo jgy b|rf{gyby{bicfigy! v byzl`abibp ro {pgmpldl jb dbngpldfbozg igoforg bo al mbyzfo igdbpifla! alirla jb`b boildfolpyb l pbcgpdralp yr yfyzbdl jb mbyzfo igo ro bocg|rb fozbmpljg!{lpzfbojg {gp ba dgjbag jb obmgifgy jfcbpboifljg! v ba byzl`abifdfbozg jb ro byzplzbmfligdbpifla yryzbozl`ab! slafjljg {gp al fd{abdbozlifo jb {pgibygy ipzfigy jb jbybd{bgigdbpifla! nrozg l al obibyfjlj jb dlozbobp rol sfyfo igd{lpzfjl jb zgjgy agy fosgaripljgy $aly mbpboifl v {alozly jba {bpygola jb SVX$ /
Yb pb|rfbpb al mbobplifo jb ro zpl`lng bo ild`fg gpmlof~lifgola fozbpog |rb {bpdfzl balafobldfbozg jb zgjgy agy dfbd`pgy jb al bd{pbyl `lng byzl sfyfo igd{lpzfjl! zlozg bo bajfpbiifgoldfbozg jb agy pbirpygy lizrlaby bo ba ildfog jb lzbojbp aly rpmboifly v alg{zfdf~lifo jba zpl`lng lizrla! al bnbirifo jb rol igoyboyrljl fd{abdbozlifo jb pb$byzprizrplifo jba pbl igdbpifla! ba byzl`abifdfbozg jb {gazfily v liifgoby |rb {bpdfzlopbigocfmrplp ba dgjbag jb obmgifgy jb al bd{pbyl! v slafjlp ba pbiarzldfbozg igoyboyrljg jborbsgy igal`gpljgpby {lpl {g`alp byzl orbsl byzprizrpl igdbpifla/
LIZFSGY
Lizfsg Ifpiralozb
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Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol 8
9& Hfzgy Ipzfigy bo al Mbyzfo/
9/
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Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol 6
Yb g`ybpsg ro b|rf{g igdbpifla clazg jb dgzfslifo! jfyigocgpdb v jby$lafboljg igo algpmlof~lifo/
9/9& d`fzgy jb Fjbozfcfilifo jb jbybd{bg bo al gpmlof~lifo Igdbpifla$Sbozly/
Byzb pb{gpzb by g`zbofjg jb ag focgpdljg {gp agy dfbd`pgy jba b|rf{g igdbpifla v al
Mbpboifl Mbobpla jb al bd{pbyl
LD@FZGYGPMLOF^LIFGOLABY
AGMPGY\rb b|rf{gy jb sbozly jbialplo
CLAALY\rb b|rf{gy jb Sbozly jbialplo
Cfoloifbpg yb hl ird{afjg igo al dbzljb ogzly jb sbozly/
og yb hl ird{afjg igo aldbzl jb clizrplifo
B|rf{g Igdbpifla Bxfyzb rol rofjlj jb{pgvbizgy il{l~ jb mbobplpsbozly {gp yg`pb agy *2;dfaagoby RYJ
og yb hl agmpljg igocgpdlpro b|rf{g jb zpl`lng jbzbppbog bcfifbozb
og bxfyzb ro b|rf{g jbzpl`lng lcflzljg v dgzfsljg
og bxfyzb rol ljbirljl{alofcfilifo v igozpga jblizfsfjljby jba {bpygola jbsbozly
[pgjrizgy bxfyzb rol gcbpzl jb{pgjrizgy igd{bzfzfsl vjfcbpboifljl
og yb hl bcbizrljg alpgzlifo jb fosbozlpfgy{alofcfiljl
Iafdl Gpmlof~lifgola og bxfyzb igdrofilifocarfjl bozpb sbozly v algpmlof~lifo
Clazl jb dgzfslifo jba pbligdbpifla/
[pgibygy Igdbpiflaby yb hl fd{alozlojg {plizfilyjb sbozly |rb fd{lizl bail{fzla jb zpl`lng jb albd{pbyl! v igojrib lzgdlp pfbymg jbcfoloifldfbozg bxzbpog/
Og bxfyzb rol mbyzfo jbsbozly gpfbozljl l pbygasbpagy {pg`abdly igo agypbirpygy bxfyzbozby/
og bxfyzb bo sbozly roigozpga |rb {bpdfzl lozfif{lp{pg`abdly jbjgirdbozlifo v {lmg
og bxfyzb rol {pbyboifl{bpdlobozb jba pby{goyl`abjba pbl {lpl igozpgalpibpiloldbozb ba jbylppgaagjb aly lizfsfjljby{pg{rbyzly/
Bo ba ilyg yb g`ybpsl |rb al mbpboifl jbylppgaal ro {pgoyzfig mplsb jba jbybd{bg jb agyb|rf{gy pby{goyl`aby jb agy pbyrazljgy igdbpiflaby jb al bd{pbyl! jgojb yb jfyzfomrbo
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Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol
9/:/: Ilafcfilojg ba Jbybd{bg igdbpifla
Ba yfmrfbozb foyzprdbozg by ro irbyzfgolpfg |rb crb pby{gojfjg bo cgpdl fojfsfjrla {gp iljlfozbmplozb jba b|rf{g/ Yb aby {fjf bslarlp ba jbybd{bg igoyfjbpljg bo iljl {pbmrozl! jblirbpjg la {rozlnb yfmrfbozb/
Odbpg jb {bpygoly l{afiljg ba irbyzfgolpfg> 8
Pby{rbyzly>
Oroil > ; L sbiby4 < Pbmralpdbozb 4 0 Ilyf yfbd{pb 4 9 Yfbd{pb4 :
Dxfdg {rozlnb bo iljl pby{rbyzl by 90 {rozgy |rb b|rfslabo la
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Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol
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Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol
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Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol [pgjrizgy jb lazl Pgzlifo/ Ialyfcfilifo jb Sbozly> S 1 D* 2;/;;; RYJ/ Dbogpby l *2; dfaagoby RYJ {gp
rofjlj jb {pgjrizg/ [bpcfa jb agy pbirpygy hrdlogy> Ybymg {gyfzfsg bo Hl`fafjljby igdbpiflaby v ba
igogifdfbozg ziofig by {pg{gpifgoljg igo Il{lifzlifo SVX! v {bpdlobozb l{gvg jbRofjljby jb [pgvbizgy v G{bplifgoby jb SVX/
Foibozfsgy v Pbdrobplifgoby> Yb byzfdl rol Pbozl |rb yb igocgpdl bo jgy {lpzby!ilplizbpf~ljg {gp ro dgozg cfng {pg{gpifgoladbozb dbogp la dgozg Slpfl`ab/[pgvbiifo> 0;" cfng! 8;" Slpfl`ab/
Rofjlj jb Jbylppgaag v G{bplifgobyIgdbpiflaby
Rofjlj> Dlolmbpy
Igdbpiflaf~lifo jb[pgjrizgy/
Rofjlj> Dlolmbpy
Igdbpiflaf~lifo jbYbpsfifgy
Rofjlj> Dlolmbpy
Mplojb Obmgifgy v[pgvbizgy
Rofjlj> Dlolmbpy
G{bplifgoby bFozbafmboifl jb
Dbpiljg
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Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol [pgjriz Dlolmbpy
`/ /$ Rofjlj igdbpiflaf~ljgpl jb Ybpsfifgy/ Byzl rofjlj yb cgilaf~l Dlozboifgoby!Pb{lplifgoby! ybpsfifgy jb {gyz$sbozl / Ilzbmgpl jb [pgjrizgy> Ybpsfifgy jb {bpdlobozb Jbdlojl g lazl Pgzlifo v `lng
fd{lizg bo igyzgy g{bplifgolaby {lpl al bd{pbyl/ Ialyfcfilifo jb Sbozly> Dbogpby l *0; dfaagoby RYJ {gp rofjlj jb {pgjrizg/ [bpcfa jb agy pbirpygy hrdlogy> Ybymg {gyfzfsg bo Hl`fafjljby igdbpiflaby v ba
igogifdfbozg ziofig {pg{gpifgoljg igo Il{lifzlifo SVX! v {bpdlobozb l{gvg jbRofjljby jb [pgjrizgy v [pgvbizgy//
Foibozfsgy v Pbdrobplifgoby> Yb byzfdl rol Pbozl |rb yb igocgpdl bo jgy {lpzby!ilplizbpf~ljg {gp ro dgozg cfng {pg{gpifgoladbozb dbogp la dgozg Slpfl`ab/[pgvbiifo> 02" cfng! =2" Slpfl`ab/
Pbyzpfiifgoby/ Yrnbzg l pbyrazljgy bslarl`aby bo cgpdl zpfdbyzpla igdg {al~gy jb
bslarlifo jb jbybd{bg! v rol {gojbplifo lorla {lpl dlolmbpy ybofgpy g dylozfmrgy bo al igd{ll/
Ogd`pb jb agy Ilpmgy>Ybpsfib Jbafsbpv Dlolmbpy
i/ Rofjljby Jb Mplojby Obmgifgy v [pgvbizgy/ Mbobplifo jb {pgvbizgy jb lazg fd{lizgigdbpifla! {gzboifla cgpdralifo jb ybpsfifgy fozbmpljgy/Cgpdlaf~ljgy igo Ilpzl Mlozz |rb igd{pgdbzb lizfsfjljby {pgmpldljly! hfzgy jb igozpgag{bplifgola/ Ilzbmgpl jb [pgjrizgy> Sbozl lzljl b fozbmpljl/ [pgjrizgy ygo igd{abngy! jb `lnl
pgzlifo! |rb ba iafbozb dlofcfbyzl igdg fosbpyfgoby bnbirzl`aby jbozpg jb rol Mlozz jb{pgvbizgy l dbjflog v alpmg {al~g {gp ba iafbozb/
Ialyfcfilifo jb Sbozly> S ? D* =;/;;; RYJ/ Dlvgpby l *=; dfaagoby RYJ {gprofjlj jb {pgjrizg/
[bpcfa jb agy pbirpygy hrdlogy> Ybymg {gyfzfsg bo Hl`fafjljby v igogifdfbozg jbFombofbpl hfjprafil! dbiofil! igo Il{lifzlifo Igdbpifla {pg{gpifgoljl {gp SDY! v{bpdlobozb l{gvg jb Rofjljby jb [pgvbizgy v G{bplifgoby jb SVX bo sfmfaloifl vdgofzgpbg jb fozbafmboifl jb dbpiljg/
Foibozfsgy v Pbdrobplifgoby> Yb byzfdl rol Pbozl |rb yb igocgpdl bo jgy {lpzby!ilplizbpf~ljg {gp ro dgozg cfng {pg{gpifgoladbozb dbogp la dgozg Slpfl`ab/[pgvbiifo jb igd{gyfifo jb al pbozl> 92" cfng! =2" Slpfl`ab/
Pbyzpfiifo jb al Pbozl> Yrnbzg l pbyrazljgy bslarl`aby bo cgpdl ybdbyzpla pby{bizgl agy {al~gy jb bslarlifo jb jbybd{bg! v rol {gojbplifo lorla {lpl dlolmbpyybofgpy g dy lozfmrgy bo al igd{ll/
Gzply igoyfjbplifgoby/ Al l{pg`lifo jb mplojby obmgifgy yb igoibozpl bo alBslarlifo jb {pgvbizgy! igo jbzbpdfolifo jb Ilyh Cag}y/ Fjbozfcfilifo jbigd{pgdfyg jb pbirpygy/ Jbzbpdfolifo jb ipfzbpfgy Slagpf~lifo bigodfil! SLO!loafyfy igyzg `bobcfifgy {lpl al bd{pbyl bo ba zfbd{g/ Bslarlifo jb pfbymgyl{pg`ljgy {gp mbpboifly pby{goyl`aby {gp aly {pjfjly v mloloifly jba jbylppgaag jbMplojby {pgvbizgy/
Ogd`pb jb agy Ilpmgy> @ryfobyy # [pgnbiz Dlolmbpy
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Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol / Ialyfcfilifo Fozbpol> By rol rofjlj l{gvg |rb ir`pb zgjgy agy ly{bizgy jb `lie
gccfib hlifl al mbyzfo igdbpifla! lazg cgig bo yfyzbdlzf~lifo jb {pgibygy fozbpogy vgpfbozlifo la yg{gpzb l al mbyzfo igdbpifla/ Ljfifgoladbozb! jbylppgaal yg{gpzb boFozbafmboifl jb Dbpiljg! l{gvg byzplzmfig l aly rofjljby igdbpiflaby! igdg {gpbnbd{ag! ba abslozldfbozg jb ipzfily bo Dlpebzfom! igoyzfzrvbojg gzpg dbjfg {lpl aljbzbiifo v zploydfyfo jb obibyfjljby crzrply v lizrlaby jba dbpiljg bo aly lpblyjb [pgjrizgy v [pgvbizgy/ L{gvg bo ba jbylppgaag jb Byzrjfgy jb Dbpiljg/
[bpcfa jb agy pbirpygy hrdlogy> Ybymg {gyfzfsg bo Hl`fafjljby v igogifdfbozg jbziofig bo [pgjrizgy v Ygarifgoby ziofily v igdbpiflaby/ Rofjlj |rb l{gvl alliifo bnbirzfsl jb agy b|rf{gy igdbpifla jb SVX bo sfmfaloifl v dgofzgpbg jbfozbafmboifl jb dbpiljg/
Foibozfsgy v Pbdrobplifgoby> Yb byzfdl rol Pbozl |rb yb igocgpdl bo jgy {lpzby!ilplizbpf~ljg {gp ro dgozg cfng {pg{gpifgoladbozb dbogp la dgozg Slpfl`ab/
[pgvbiifo jb igd{gyfifo jb al pbozl> 8;" cfng! 0;" Slpfl`ab croifo jba jbybd{bgigdbpifla/
Pbyzpfiifo jb al Pbozl> Yrnbzg l pbyrazljgy bslarl`aby bo cgpdl ybdbyzpla pby{bizgl agy {al~gy jb bslarlifo jb jbybd{bg! v rol {gojbplifo lorla {lpl dlolmbpyybofgpy g dy lozfmrgy bo al igd{ll/
Gzply igoyfjbplifgoby/ Al l{pg`lifo jb mplojby obmgifgy yb igoibozpl bo alBslarlifo jb {pgvbizgy! igo jbzbpdfolifo jb Ilyh Cag}y/ Fjbozfcfilifo jbigd{pgdfyg jb pbirpygy/ Jbzbpdfolifo jb ipfzbpfgy Slagpf~lifo bigodfil! SLO!loafyfy igyzg `bobcfifgy {lpl al bd{pbyl bo ba zfbd{g/ Bslarlifo jb pfbymgyl{pg`ljgy {gp mbpboifly pby{goyl`aby {gp aly {pjfjly v mloloifly jba jbylppgaag jbMplojby {pgvbizgy/
Ogd`pb jb agy Ilpmgy> G{bplifgola # @F Dlolmbpy
:/0& Jb Aly CROIFGOBY V [PGIBYGY/
Ro pb|rbpfdfbozg {lpl ba croifgoldfbozg bcbizfsg jb al Ljdfofyzplifo jb aly rofjljbyigdbpiflaby! igppby{gojb l al yfyzbdlzf~lifo jb {pizfily igdbpiflaby! dbjflozb ba ryg jbFombofbpl jb [pgibygy bo Sbozly! al l{afilifo v ba ryg igoipbzg jba Zfdb Dlolmbdboz igdghbppldfbozl jb {alofcfilifo v igozpga jb mbyzfo! v ba ryg igzfjflog jb byzly lmbojlydboyrlaby focgpdljly! igdg rol cgpdl jb g{zfdf~lp al sfyf`fafjlj jb aly lmbojly jb zpl`lng|rb aly rofjljby gpmlof~lifgolaby pby{goyl`aby jb mbobplp obmgifgy {lpl al bd{pbyl/
Jbyjb ba {rozg jb sfyzl jb al bcbizfsfjlj yb pb|rfbpb jba lafobldfbozg jb agy pbirpygy hrdlogyjb al bd{pbyl! dbjflozb ba byzl`abifdfbozg jb {pizfily al`gplaby jgojb iljl {bpygol
pbigogib al bxfyzboifl jb yr gcbpzl al`gpla (iafbozb${pgsbbjgp&! by jbifp! agy igal`gpljgpbyfjbozfcfilo v {pgibjbo bo igoigpjloifl bo al bnbirifo jb aly lizfsfjljby v agy zfbd{gyjbyzfoljgy {lpl {pgsbbp aly ygarifgoby v pb|rbpfdfbozgy jb yry iafbozby v fozbpogy v bxzbpogy(Dgjbag YF[GI$Zfdb Dlolmbdboz&/
8/3/2019 Caso Aplicacion - Sales Process Eng & Business Economics en Empresa Vxy
16/24
Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol
8/3/2019 Caso Aplicacion - Sales Process Eng & Business Economics en Empresa Vxy
17/24
Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol
8/3/2019 Caso Aplicacion - Sales Process Eng & Business Economics en Empresa Vxy
18/24
Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol
Ybl al croifo jb rzfafjlj pbalifgoljgy igo al crbozb fompbyg {gp Sbozly jb [pgjrizgy!Mplojby {pgvbizgy! v Ybpsfifgy! dly ba pbigogifdfbozg Igyzgy Slpfl`aby lygifljgy l alg{bplifo jfpbizl v jb agy Igyzgy Cfngy |rb {bpdfzbo al g{bplifo jb al bd{pbyl>
[lpdbzpgy>
f (SDY& 4 Sf % ISf ({pgjrizgy& $ IC ! igo f 4
Ba bocg|rb bigodfig jb al croifgoby jb rzfafjljby jb al bd{pbyl SVX {bpdfzfp pbigogibp bafd{lizg bo al lyfmolifo jb agy pbirpygy jb al bd{pbyl! ba iairag jb il{lifjljby jb {alozl! baiairag jb al pbozl`fafjlj g{bplifgola zpfdbyzpla! v jfdboyfgolp ba bcbizg jb al zgdl jbjbifyfgoby jb al bd{pbyl! igo zgjg ro dgjbag dlzbdzfig {bpdfzb yryzbozlp ba ipbifdfbozggpmlof~lifgola! ly igdg! {pg{gpifgolp sfyf`fafjlj jb aly lpbly |rb ygo mbobpljgpby jbfompbyg v aly rofjljby jb igyzgy! |rb slafjbo ba ipbifdfbozg yryzbozl`ab jb al igd{ll bo bazfbd{g/
Jbyjb ba {rozg jb sfyzl jb agy {pgibygy! al fozbmplifo jb [f{bafob jb Sbozly bo ba dgjbagdlzbdzfig! igoyfjbplojg al {pizfil igdbpifla igozpf`rvb l pbigogibp! ljdfofyzplp v jfydforfpaly slpflo~ly bo al mbyzfo jb agy b|rf{gy jb zpl`lng! bo zgjly aly rofjljby gpmlof~lifgolabypb$byzprizrpljly/
[gp ag zlozg! al jfodfil igdbpifla by dbjfjl bo ba zfbd{g l zplsy jba ybmrfdfbozg cfoloifbpgjb al bd{pbyl `lng byzl byzprizrpl croifgola |rb lcfob ba zldlg jb al bd{pbyl! yr {alozl jb{bpygola pb|rbpfjl {lpl fp {pgjrifbojg agy obmgifgy {alofcfiljgy bo ba {alo igdbpifla/
Bo azfdg zpdfog! jbyjb byzl {zfil yb jby{pbojb agy fojfiljgpby cfoloifbpgy pbabslozby! igdgba dlpmbo g{bplifgola jb agy obmgifgy jb SVX! v ba pbzgpog yg`pb al fosbpyfo jb iljl{pgjrizg! aobl jb {pgjrizgy! ybpsfifgy {pgsbjgy! v agy mplojby {pgvbizgy g obmgifgymbobpljgy bo iljl zpfdbyzpb jb g{bplifo igdbpifla/
Igo zgjg yb byzl`abibo aly `lyby {lpl lafbolp agy dfbd`pgy jb al gpmlof~lifo bo rol dfpljlyfyzdfil jb zpl`lng v bnbirifo jb liifgoby igdbpiflaby l zplsy jba zfbd{g! igagilojg agyfoibozfsgy v agy yr`yfjfgy ipr~ljgy bo aly g{bplifgoby |rb nryzfcf|rbo al pbozl`fafjlj zgzla jb alcfpdl SVX v yr ipbifdfbozg gpmlof~lifgola igdg bd{pbyl bo ba zfbd{g/
8/3/2019 Caso Aplicacion - Sales Process Eng & Business Economics en Empresa Vxy
19/24
Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol
Iljbol jb Ilryl$Bcbizg
8/3/2019 Caso Aplicacion - Sales Process Eng & Business Economics en Empresa Vxy
20/24
Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol 0;
2/$ LOBXG/ Clizgpby jb Jbybd{bg {lpl al bcfifboifl v lafobldfbozg Gpmlof~lifgola/
Byzl sfyfo {pbafdfolp |rb yb hl ibozpljg `yfildbozb bo ba pbl igdbpifla v sbozly! {bpdfzb{pgvbizlp al bd{pbyl igdg ro bozb gpmlof~lifgola |rb l zplsy jba zfbd{g! slvl ybozlojg aly`lyby {lpl {gzboiflp ro yfyzbdl jb mbyzfo |rb {bpdfzl ba lafobldfbozg jb zgjgy agyfosgaripljgy igal`gpljgpby jb al bd{pbyl bo slafjlp rol lp|rfzbizrpl zla |rb! yb {rbjloljdfofyzplp l zplsy jb clizgpby ialsby jb jbybd{bg gpmlof~lifgola!/
SVX by rol bd{pbyl [VDB! irvl yg`pbsfsboifl fpl mpljrladbozb jbylppgaalojg agy clizgpbyyfmrfbozby! irvg {byg by{bicfig bo ba yfyzbdl jb mbyzfo fd{lizlpl bo agy pbyrazljgy jb albd{pbyl/
CLIZGPBY JB JBYBD[BG GPMLOF^LIFGOLA/ Byzl`abifdfbozg jba dgjbag mbobplahlifl al pblafjlj jb al bd{pbyl SVX YL/
8/3/2019 Caso Aplicacion - Sales Process Eng & Business Economics en Empresa Vxy
21/24
Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol 0